Vectra AI is expanding its channel strategy with the launch of its global Ascent Partner Program, a new framework designed to help resellers, MSSPs and integrators build AI security services beyond traditional technology resale.
The program combines co-selling, co-marketing, co-delivery and co-innovation with expanded enablement and incentives as Vectra AI looks to give partners a larger role across the customer security lifecycle, according to Chad Reese, senior vice president and global channel chief at Vectra AI.
“There’s going to be a lot of new skills and capabilities and things out there that are outside of, I call it, just the standard resell of technology,” Reese told Channel Insider.
Vectra AI pushes partners beyond cybersecurity resale
Ascent arrives as AI-enabled attacks are increasing the speed and complexity of cybersecurity threats. The company says attackers are exploiting gaps across identities, cloud services, credentials and trusted tools, creating demand for greater visibility.
That creates an opening for partners to provide services across a broader lifecycle and customer journey, according to Reese.
He pointed to security assessments as one potential starting point, allowing partners to identify gaps in a customer’s existing environment before moving into implementation, value realization and optimization services.
He added that the objective is to “enhance and drive further value from the investments customers have already made,” rather than approaching customers with a rip-and-replace strategy.
Vectra AI formalized that strategy through four components of Ascent:
- Co-Sell, which includes joint account planning and technical validation
- Co-Market, including campaigns and marketing development funds
- Co-Deliver, covering implementation, consulting and managed services
- Co-Innovate, aimed at developing integrations and differentiated partner offerings
New enablement roadmap targets AI security skills
Vectra AI is also expanding partner enablement as part of the program.
Reese said the company has developed an enablement roadmap spanning introductory through more advanced training, followed by services-focused capabilities. Partners will be able to build skills around demonstrations, proofs of value and certifications, with training expected to evolve alongside emerging security use cases.
The company is pairing that enablement with rebates and new incentives intended to reward partners as they develop deeper capabilities around Vectra AI.
“We built a lot of good relationships and trust with our channel over time,” Reese said. “Putting the Ascent program into place allows us to also reward our partners as they continue to grow with us, as they continue to build their skills and capabilities around Vectra AI, again to deliver value to customers.”
AI security gaps create a trusted advisor opportunity
For channel partners, Vectra AI is positioning the evolving threat landscape as an opportunity to revisit customers’ existing security architectures rather than simply selling another standalone security product.
Reese said customers have already made significant investments in security platforms that remain important, but AI and changing attacker behavior have introduced new potential gaps.
That gives partners an opportunity to lead with assessments and advisory services, identify those gaps and determine where additional capabilities or integrations could improve a customer’s security posture.
“We’re not just trying to come in and sell you something,” Reese said of the partner conversation. “We’re trying to come in [because] everyone knows the world has changed.”
For VARs, systems integrators and MSSPs, that distinction could become increasingly important as customers navigate a crowded AI security market.
Instead of competing exclusively around licenses, Ascent gives Vectra AI partners a framework for attaching consulting, implementation, managed services and ongoing optimization to the technology, potentially expanding both the partner’s role with the customer and the recurring revenue opportunity.